Score More Sales

AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Score More Sales

JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

Score More Sales

DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. It seems crazy that having a curious conversation with prospective buyers would be so hard to teach – but that’s because it is human nature to get focused on something and want everyone to use that thing or do that thing.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Score More Sales

JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. So start simply by thinking of three main questions you’d like answered or discussed in the next call you have with your prospect. Do you know everything there is to know about your prospects? Why did they go to that page on your website?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

Score More Sales

JULY 31, 2013

DO use your gut when you think there is a problem or an issue with your customer or with your prospect. Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. My stats were great in that category. If you think something is wrong, ask your customer.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Score More Sales

SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Does Outbound Lead Gen Still Work? . Once I “get” it, and if I see the value, I’m now a more probable prospect. Keep Your Eye on the Right Buyers. LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Score More Sales

NOVEMBER 8, 2013

One rep told me that since his prospect didn’t call back they must not be interested. Keep a realistic eye open so that you’re not proposing amazing things that will never happen – wrong prospect or wrong value proposition. 2 – Optimism. op-tuh-miz-uh m1. Source: Dictionary.com. I asked him how he knew this.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

Score More Sales

JANUARY 24, 2014

Secondly, it can cost you relationships – prospective clients, existing clients, and business partners form an opinion of you when you do what you said and when you don’t. Over time, I’ve found that something as simple as being a bit disorganized can cost big money – missed opportunities – even contracts.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

JULY 1, 2013

” You can read the whole e-mail prospecting scenario along with his results, then try it for yourself. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. Dave said, “ when I saw them on my mobile device, I almost deleted them myself they were so long.”

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

Score More Sales

DECEMBER 16, 2013

Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Give prospective customers and those who could refer you many times over the chance to know you. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

JUNE 30, 2013

It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. My next 2 days are already booked with intro calls with qualified prospects. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

Score More Sales

NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. Don’t discount the importance of this in building rapport and a relationship. Remember this most significant factor for long term customers and then target wisely. What do you think about the importance of trust?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

NOVEMBER 25, 2013

If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company. How do you keep from being distracted?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do they go beyond the basics to make things easier for prospects and customers? Do customer-facing reps take actions that help ease a sales or up-sell opportunity?

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. There is an easier way now – all leads in CRM.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? training materials. Work this week to find one or two new pieces of insight you can share with your more probable prospective buyers. Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? ROI Calculators.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Score More Sales

SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. Calling is more effective than many other forms of prospecting still. Don’t get me wrong, though – CALLING does work.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Score More Sales

JANUARY 15, 2014

You walk right up to a CFO or COO from a prospect company of yours and start talking about yourself for the next three minutes. Imagine walking into an elite networking event at a posh hotel, private club, or top restaurant. How well do you think you’d be listened to and received?

LinkedIn 246

LinkedIn Lead Rank Lead Scoring Hotels 246

Score More Sales

DECEMBER 17, 2013

I promise you that if you have a valuable offering and you ARE out there engaging with probable prospective buyers, you will find interest every day or almost every day. On the other hand, if you don’t pick up the phone and call administrative assistants, and internal coaches at prospective companies, and c-level contacts, you WON’T.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

Score More Sales

JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Do you think that this personal touch might impact any one of 150+ prospects?

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data.

Data 208

Data Retail Health Care Lead Rank 208

Score More Sales

DECEMBER 9, 2013

What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. You’ll be the judge as to when the seller should engage with you. It’s not much different in the B2B world. No Means Many Things in Sales. Wonder why they are doing things that way, and at this time.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? The science aspect of selling needs to be measured so that you can course correct and change as you move forward.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

FEBRUARY 12, 2013

I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. And prospects have the opportunity to find us like never before.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

SEPTEMBER 16, 2013

Being a remote professional (virtual) rep means that you have no body language to read because your prospective client is talking to you over the phone. The first thing is that they need to understand what they have going for them as a virtual rep, and what they don’t have going for them anymore.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Score More Sales

DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Sometimes in sales you just need to start over with your messaging. No return calls on voice mail messages? You need a message makeover. Top Ten Tips for Voicemail Success in Sales.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Score More Sales

FEBRUARY 21, 2014

By the time they reach a prospective company to buy from, much of the research has been done. Create a great presence online and monitor what your customers, partners, and prospects are saying. Changed Expectations. Today, when a buyer goes out for ideas and knowledge online, they are moving at a fast pace.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Score More Sales

SEPTEMBER 30, 2013

Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. You now have “shelf space” on your prospect’s desk. What social selling tool can do that for you? Take two minutes and jot a note down and get it right to the person who helped you.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

Score More Sales

OCTOBER 28, 2013

Be on a colleague’s phone call with prospective buyers to hear what they are asking about and what they are focused on in their position. I got into a $500K deal once simply by talking with a sales rep from the prospective company who became my internal coach there and guided me through their crazy internal politics.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

Score More Sales

AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. It’s too easy to sit in a chair all day making dials and reciting a script. Scripts sound canned, and they ARE canned. Building trust takes time.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Score More Sales

AUGUST 9, 2013

What if you were hungry and forgot to look in your refrigerator – you were just too busy dealing with issues that have come up, and helping existing customers, calling prospects, and looking for prospects? That is what happens when it comes to sellers and even sales leaders.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

Score More Sales

NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. It’s simple messaging that we remember. Do or Do not. There is no try. – Yoda. To do this you need to say MORE with LESS words.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Score More Sales

JULY 27, 2013

No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Have you made time to learn how to leverage LinkedIn and other social selling strategies to help you grow your visibility?

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

OCTOBER 7, 2013

Have you had a powerful, passionate conversation about your industry with a prospective buyer when you were feeling sorry for yourself? The reason you need and must have a fresh start is that your attitude and mindset will determine your future success. Ever closed a deal with a chip on your shoulder? It just doesn’t happen.

Inside Sales 200

Inside Sales Lead Rank Lead Scoring Outbound 200